# Head of Sales

*/JobTypes/Head_of_Sales*

## Neighborhood

### Related (signature role)

- [Media Sales House](/CompanyTypes/Media_Sales_House) — signature role · CompanyTypes

### Related (delivered by)

- [Establish channel objectives](/Processes/Establish_channel_objectives) — delivered by · Processes
- [Define distribution strategy](/Processes/Define_distribution_strategy) — delivered by · Processes

### Perform

- [Set Territory and Quota Models](/Tasks/Set_Territory_and_Quota_Models) — perform · Tasks
- [Report revenue performance to leadership](/Tasks/Report_revenue_performance_to_leadership) — perform · Tasks
- [Negotiate strategic and enterprise deals](/Tasks/Negotiate_strategic_and_enterprise_deals) — perform · Tasks
- [Hire and develop sales managers](/Tasks/Hire_and_develop_sales_managers) — perform · Tasks
- [Define Sales Process and Methodology](/Tasks/Define_Sales_Process_and_Methodology) — perform · Tasks
- [Forecast Quarterly Revenue](/Tasks/Forecast_Quarterly_Revenue) — perform · Tasks
- [Review Pipeline in Deal Inspection Meetings](/Tasks/Review_Pipeline_in_Deal_Inspection_Meetings) — perform · Tasks
- [Manage the Sales Pipeline and Forecast](/Tasks/Manage_the_Sales_Pipeline_and_Forecast) — perform · Tasks
- [Hire and Onboard Sales Reps](/Tasks/Hire_and_Onboard_Sales_Reps) — perform · Tasks
- [Forecast Pipeline Revenue](/Tasks/Forecast_Pipeline_Revenue) — perform · Tasks
- [Coach Sales Managers](/Tasks/Coach_Sales_Managers) — perform · Tasks
- [Define Sales Compensation Plans](/Tasks/Define_Sales_Compensation_Plans) — perform · Tasks
- [Design Territory and Quota Plans](/Tasks/Design_Territory_and_Quota_Plans) — perform · Tasks
- [Negotiate Strategic Deals](/Tasks/Negotiate_Strategic_Deals) — perform · Tasks
- [Develop Go to Market Sales Strategy](/Tasks/Develop_Go_to_Market_Sales_Strategy) — perform · Tasks
- [Review Sales Performance Metrics](/Tasks/Review_Sales_Performance_Metrics) — perform · Tasks
- [Set Sales Revenue Targets](/Tasks/Set_Sales_Revenue_Targets) — perform · Tasks
- [Design territory and compensation plans](/Tasks/Design_territory_and_compensation_plans) — perform · Tasks
- [Report forecast to leadership and board](/Tasks/Report_forecast_to_leadership_and_board) — perform · Tasks
- [Set sales process and methodology](/Tasks/Set_sales_process_and_methodology) — perform · Tasks
- [Set the company revenue target and quota plan](/Tasks/Set_the_company_revenue_target_and_quota_plan) — perform · Tasks
- [Coach reps through strategic deals](/Tasks/Coach_reps_through_strategic_deals) — perform · Tasks
- [Lead and grow the sales team](/Tasks/Lead_and_grow_the_sales_team) — perform · Tasks

### Engage in

- [Design Sales Compensation Plans](/Activities/Design_Sales_Compensation_Plans) — engage in · Activities
- [Forecast Quarterly Revenue](/Activities/Forecast_Quarterly_Revenue) — engage in · Activities
- [Set Sales Quotas and Territories](/Activities/Set_Sales_Quotas_and_Territories) — engage in · Activities
- [Set Sales Targets and Quotas](/Activities/Set_Sales_Targets_and_Quotas) — engage in · Activities
- [Design Territory and Quota Plans](/Activities/Design_Territory_and_Quota_Plans) — engage in · Activities
- [Forecast Sales Pipeline](/Activities/Forecast_Sales_Pipeline) — engage in · Activities
- [Set Sales Revenue Targets](/Activities/Set_Sales_Revenue_Targets) — engage in · Activities
- [Design territory and compensation plans](/Activities/Design_territory_and_compensation_plans) — engage in · Activities
- [Manage the sales pipeline and forecast](/Activities/Manage_the_sales_pipeline_and_forecast) — engage in · Activities

### Requires ability

- [Fluency of Ideas](/Ability/Fluency_of_Ideas) — requires ability · Ability
- [Oral Expression](/Ability/Oral_Expression) — requires ability · Ability
- [Social Perceptiveness](/Ability/Social_Perceptiveness) — requires ability · Ability
- [Resilience Under Pressure](/Ability/Resilience_Under_Pressure) — requires ability · Ability
- [Strategic Reasoning](/Ability/Strategic_Reasoning) — requires ability · Ability
- [Persuasion](/Ability/Persuasion) — requires ability · Ability
- [Commercial judgment](/Ability/Commercial_judgment) — requires ability · Ability
- [Composure under quota pressure](/Ability/Composure_under_quota_pressure) — requires ability · Ability
- [Motivational leadership](/Ability/Motivational_leadership) — requires ability · Ability

### Required knowledge

- [Compensation Plan Design](/Knowledge/Compensation_Plan_Design) — requires knowledge · Knowledge
- [Contract Terms and Commercial Law Basics](/Knowledge/Contract_Terms_and_Commercial_Law_Basics) — requires knowledge · Knowledge
- [Customer Relationship Management Practices](/Knowledge/Customer_Relationship_Management_Practices) — requires knowledge · Knowledge
- [Market and Competitor Dynamics](/Knowledge/Market_and_Competitor_Dynamics) — requires knowledge · Knowledge
- [Sales Process And Methodology](/Knowledge/Sales_Process_And_Methodology) — requires knowledge · Knowledge
- [Go-To-Market Strategy](/Knowledge/Go-To-Market_Strategy) — requires knowledge · Knowledge
- [Compensation Design](/Knowledge/Compensation_Design) — requires knowledge · Knowledge
- [Customer Relationship Management Systems](/Knowledge/Customer_Relationship_Management_Systems) — requires knowledge · Knowledge
- [Market and Industry Dynamics](/Knowledge/Market_and_Industry_Dynamics) — requires knowledge · Knowledge
- [Revenue Operations](/Knowledge/Revenue_Operations) — requires knowledge · Knowledge
- [Sales Methodologies](/Knowledge/Sales_Methodologies) — requires knowledge · Knowledge
- [Forecasting and pipeline metrics](/Knowledge/Forecasting_and_pipeline_metrics) — requires knowledge · Knowledge

### Required skills

- [Coaching](/Skills/Coaching) — requires skill · Skills
- [Negotiation](/Skills/Negotiation) — requires skill · Skills
- [People Management](/Skills/People_Management) — requires skill · Skills
- [Persuasion](/Skills/Persuasion) — requires skill · Skills
- [Sales Forecasting](/Skills/Sales_Forecasting) — requires skill · Skills
- [Revenue Forecasting](/Skills/Revenue_Forecasting) — requires skill · Skills
- [Deal Negotiation](/Skills/Deal_Negotiation) — requires skill · Skills
- [Compensation Plan Design](/Skills/Compensation_Plan_Design) — requires skill · Skills
- [Sales Coaching](/Skills/Sales_Coaching) — requires skill · Skills
- [Pipeline Management](/Skills/Pipeline_Management) — requires skill · Skills
- [Sales team leadership](/Skills/Sales_team_leadership) — requires skill · Skills
- [Deal coaching](/Skills/Deal_coaching) — requires skill · Skills
- [Quota and territory design](/Skills/Quota_and_territory_design) — requires skill · Skills

### Uses software

- [LinkedIn Sales Navigator](/Software/LinkedIn_Sales_Navigator) — uses software · Software
- [Microsoft Excel](/Software/Microsoft_Excel) — uses software · Software
- [Slack](/Software/Slack) — uses software · Software
- [Clari](/Software/Clari) — uses software · Software
- [Gong](/Software/Gong) — uses software · Software
- [HubSpot](/Software/HubSpot) — uses software · Software
- [Outreach](/Software/Outreach) — uses software · Software
- [Sales Engagement Platform](/Software/Sales_Engagement_Platform) — uses software · Software
- [Sales Forecasting Software](/Software/Sales_Forecasting_Software) — uses software · Software
- [Salesforce](/Software/Salesforce) — uses software · Software

### Type of

- [Sales Managers](/Occupations/Sales_Managers) — type of · Occupations

### Problems this exposes

- [territory and quota carving that balances fairness against account potential](/Problems/territory_and_quota_carving_that_balances_fairness_against_account_potential) — exposes problem · Problems
- [pipeline forecast accuracy against rep-entered CRM data that is stale or sandbagged](/Problems/pipeline_forecast_accuracy_against_rep-entered_CRM_data_that_is_stale_or_sandbagged) — exposes problem · Problems
- [ramping new reps and diagnosing where deals stall in the sales stage funnel](/Problems/ramping_new_reps_and_diagnosing_where_deals_stall_in_the_sales_stage_funnel) — exposes problem · Problems